Sales force management : leadership, innovation, technology / Mark W. Johnston and Greg W. Marshall.

By:

Johnston, Mark W., author

Contributor(s):

Marshall, Greg W., author

Material type:

TextPublication details: New York : Taylor & Francis; Routledge, c2016.Edition: Twelfth editionDescription: xxviii, 465 pages ; 26 cmISBN:

9781138282766 (Reprint)

Subject(s):

Sales management

LOC classification:

CIR HF 5438.4 J64 2016

Contents:

Chapter 1 : Introduction to sales management in the twenty-first century Part I : Formulation of a sales program Chapter 2 : The process of selling and buying Chapter 3 : Linking strategies and the sales role in the era of CRM and data analysis Chapter 4 : Organizing the sales effort Chapter 5 : The strategic role of information in sales management Part II : Implementation of the sales program Chapter 6 : Sales performance : behavior, role perceptions, and satisfaction Chapter 7 : Salesperson performance : motivating the sales force Chapter 8 : Personal characteristics and sales aptitude : criteria for selecting salespeople Chapter 9 : Sales force recruitment and selection Chapter 10 : Sales training : objectives, techniques, and evaluation Chapter 11 : Salesperson compensation and incentives Part III : Evaluation and control of the sales program Chapter 12 : Cost analysis Chapter 13 : Evaluating salesperson performance

List(s) this item appears in: Newly Acquired Books (Purchased) October 18, 2021

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Holdings
Item type	Current library	Collection	Shelving location	Call number	Copy number	Status	Barcode
Book	Cavite State University - CCAT Campus	Book	GCS	CIR HF 5438.4 J64 2016 (Browse shelf(Opens below))	c.1	Available	R0012615
Book	Cavite State University - CCAT Campus	Book	GCS	CIR HF 5438.4 J64 2016 (Browse shelf(Opens below))	c.2	Available	R0012616
Book	Cavite State University - CCAT Campus	Book	GCS	CIR HF 5438.4 J64 2016 (Browse shelf(Opens below))	c.3	Available	R0012617
Book	Cavite State University - CCAT Campus	Book	GCS	CIR HF 5438.4 J64 2016 (Browse shelf(Opens below))	c.4	Available	R0012618

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Includes bibliographical references and index.

Chapter 1 : Introduction to sales management in the twenty-first century
Part I : Formulation of a sales program
Chapter 2 : The process of selling and buying
Chapter 3 : Linking strategies and the sales role in the era of CRM and data analysis
Chapter 4 : Organizing the sales effort
Chapter 5 : The strategic role of information in sales management
Part II : Implementation of the sales program
Chapter 6 : Sales performance : behavior, role perceptions, and satisfaction
Chapter 7 : Salesperson performance : motivating the sales force
Chapter 8 : Personal characteristics and sales aptitude : criteria for selecting salespeople
Chapter 9 : Sales force recruitment and selection
Chapter 10 : Sales training : objectives, techniques, and evaluation
Chapter 11 : Salesperson compensation and incentives
Part III : Evaluation and control of the sales program
Chapter 12 : Cost analysis
Chapter 13 : Evaluating salesperson performance

In English text.

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